Account Manager, Ford

ITW•Troy, MI

About The Position

The Ford Account Manager reports to the Ford Sales Manager and develops and strengthens strategic relationships with Ford and applicable Tier suppliers. The role collaborates across Sales, Engineering, Program Management, Operations, Quality, Finance, and Customer Service from concept development through launch and serial production. It combines technical understanding, commercial discipline, negotiation, and relationship-building to identify, develop, and convert new business while protecting and growing existing Ford business. The successful candidate proactively builds networks within complex customer organizations, identifies decision-makers and influencers, and positions ITW solutions to address customer needs. Early engagement with Ford Engineering is important. The Account Manager works with engineering teams to understand design challenges, application and installation requirements, functional requirements, and opportunities for ITW stamped metal fastener solutions. The role supports account strategy, customer relationships, commercial and project coordination, opportunity development, forecasting, negotiations, sourcing, and account performance reviews.

Requirements

Bachelor’s degree (B.A. or B.S.) from a four-year college or university in Business, Engineering, or equivalent experience.
At least 5 years of experience in the automotive industry.
Experience working with Ford or a major automotive OEM, with a proven track record in account management and product knowledge.
Proven track record of sales growth.
Ability to develop sales forecasts into a business plan, including strategies based on OEM requirements.
Ability to adapt to changes in a business environment.
Demonstrated drive to understand, communicate, and exceed agreed-upon goals.
Excellent interpersonal, communication, and presentation skills, including willingness and ability to work with other regions.
Ability to generate respect and trust from staff and external customers.
Ability to focus and prioritize tasks and objectives.
Willingness to travel, primarily domestically and occasionally worldwide.

Nice To Haves

Engineering background.
Automotive fastener knowledge.

Responsibilities

Establish Ford account penetration and growth goals with the Sales Manager and Market Manager, emphasizing targeted vehicle platforms, applications, and core product opportunities.
Develop and execute the Ford account strategy using market, vehicle program, and application knowledge to identify growth opportunities and introduce new products.
Build and nurture relationships across Ford Engineering, Purchasing, Program Management, Manufacturing, and other key functions, creating customer relationships and early visibility into future opportunities.
Maintain knowledge of Ford vehicle programs, platform launches, production forecasts, sourcing activity, competitive dynamics, and strategic priorities.
Identify, develop, and convert new sales opportunities with Ford and applicable Ford Tier suppliers.
Lead commercial and project coordination for the Ford account, including strategic planning, relationship management, RFQs, negotiations, sourcing decisions, pricing actions, and new opportunities.
Manage and resolve customer commercial issues and conflicts while balancing Ford’s requirements with ITW’s business objectives and profitability expectations.
Work with Ford engineering and purchasing personnel throughout the sales process, including application development, part searches, design reviews, coordination with ITW Engineering, sample and test-data requests and submissions, RFQ responses, price negotiation, sourcing alignment, and purchase order review and approval.
Serve as a primary commercial contact for Ford and coordinate internal support for customer requests, problem resolution, product understanding, and follow-up actions.
Monitor and report on competitive activity, Ford sourcing trends, technology changes, and market developments to target new business and protect existing business.
Achieve sales, profitability, and new-business targets for the Ford account.
Prepare and deliver customer strategy reviews, opportunity updates, forecasts, business cases, and presentations internally and to Ford.
Conduct regular Ford account reviews of sales performance, pricing, profitability, commercial issues, customer satisfaction, sourcing risk, new-business pipeline, and alignment with division objectives.
Demonstrate personal effectiveness and leadership that creates a high-performance culture.
Perform other tasks and duties as assigned.